If you’re starting an eCommerce business, you’ll soon find out that lead generation is the key to creating a successful company. The reason is simple – the more leads you get, the faster your sales will grow.
This article aims to answer these questions. We’ve compiled a list of the most effective tips that will help you boost your eCommerce lead generation and increase your sales.
The Best eCommerce Lead Generation Tips
1. Offer Great Content
Having great-looking sales pages isn’t enough. You need to offer your potential buyers value in the form of great content. Your content should provide news, inspiration, and information. It should be educational, useful, and fun. For instance, if you’re selling yoga clothing, you should write articles about best yoga poses, the benefits of yoga, etc. Good content helps shorten the buyer’s journey. A prospect can turn into a customer after reading a great piece of content and deciding to buy your product right there and then.
2. Optimize Your eCommerce Site for SEO
If you want people to actually find your eCommerce store, you need to optimize your product pages and content for SEO. Here are a few tips that will help you do it:
- Use targeted keywords in your content, page titles, and descriptions,
- Make your content easily shareable in order to attract leads from social networks
- Use guest blogging to build inbound links and increase your website’s authority.
3. Use Email Marketing
One of the most effective ways to generate and nurture leads is email. The first step is to collect as many emails as possible, i.e. build an email list. You can use a lead magnet for this purpose, i.e. a valuable freebie that you’ll give your customers in exchange for their email address. A lead magnet can be an ebook, checklist, guide, etc. Alternatively, you can offer a monetary incentive. For instance, offer every new customer a 15% discount on the first order if they leave their email address. Next, work out a strategy for your marketing messages. The content of your messages will largely depend on the products you’re selling. For instance, if your products are complicated, send in-depth guides and explainer mails. To make your life easier and increase productivity, consider using an outreach automation tool.
4. Offer Discounts and Freebies
Once a prospect is on your site, you need to make sure they stick around. Prevent visitors from leaving your eCommerce store by offering a 15%-off coupon for the first purchase or free shipping. Some businesses also offer free samples of their products or, when it comes to SaaS, free trials. According to Totango, more than 60% of companies get about 10% of their business from free trials. This way, your leads will get a chance to interact with the product before making the final decision. Here’s what you need in order to generate leads with free trial marketing:
- Make sure your landing page is well-designed and optimized
- Focus your efforts on the 20% of signups who are genuinely interested in your product
- Make sure that the signup process is simple, requesting only the information you really need.
5. Optimize Your Website for Mobile
If you want your lead generation strategy to be effective, you need to pay attention to mobile. Today more than ever, people rely on mobile devices to search for companies, products, and services, exactly when they are most likely to become leads.
According to OuterBox, almost 80% of smartphone users have used their mobile device to make an online purchase in the last six months. In addition, nearly 40% of all eCommerce purchases during the holiday season 2018 were made on a mobile device. That’s why it is very important to ensure your eCommerce website is mobile-friendly, so visitors can find what they want quickly.
6. Host Giveaways
People love free stuff. And what better way to please the crowds that by hosting a social media giveaway?
Giveaways are easily shared, which allows new people to find out about your brand. Not to mention, winners will feel great and those who didn’t win might end up buying your products anyway.
All that you need to do is giveaway one product and cover the shipping expenses.
7. Use Live Chat
Live chat can be very helpful in situations when visitors are still indecisive when it comes to your lead generation offer. Moreover, live chat is a very powerful tool for increasing sales.
A study conducted by Forrester found that live chat leads to an almost 50% increase in revenue per chat hour and 40% increase in conversion rates.
8. Optimize Your Calls-to-Action
The CTA (call-to-action) is one of the most important parts of your generation campaign. A good CTA should easily direct website visitors to take the action you want them to. Here is what a great CTA button should have:
- Use action words
- Create a feeling of urgency or scarcity
- Clearly, state the benefits of taking the action
Here are some examples of lead generation CTAs:
- Join Millions of Others (the Skimm)
- Join Free for a Month (Netflix)
- Get Your $10 Gift Now (the BurgerBatch)
9. Make the Checkout Process Simple
Did you know that the checkout process is one of the main issues in any e-commerce channel today? Nearly 70% of customers abandon their shopping cart at the checkout phase.
Simplifying the checkout process can make a world of difference when it comes to lead generation and improving sales.
Ask users to register first. This will allow you to send them to follow up emails even if they abandon their shopping cart. However, this can be risky because it increases the chances for users to quit the process. That’s why you need to provide a guest-user-checkout option as well.
The rest of the process should be easy, safe, and without obstacles. Here are a few tips on how to make the checkout process more user-friendly:
- Make sure to offer multiple payment options
- Clarify your shipping policy before the checkout process begins
- Allow customers to store card details
- Break up the process into multiple pages
10. Monitor User Behavior on Your Website
Paying attention to how visitors use your website can help you generate more leads. Do most of them go to the homepage first? Are there any links that most visitors tend to click?
This data will help you determine whether you should make any changes or adjustments in your website’s design to better suit your customers’ needs. For example, if you notice that a certain link in the navigation bar gets clicked most often, move it up or make it bigger so that it stands out.
eCommerce lead generation is tough. The competition is fierce and that’s why you need to make sure your leads don’t stray away or get the chance to compare.
These are just a few tips that will help you stay ahead of your competition but there’s still a lot of work to do. Lead generation tools can help you a great deal in the process. Make sure to test each element on your website, constantly monitor user behavior, run tests, and make changes accordingly.